New Business Account Executive

About Us

Barbour is a trusted and comprehensive provider of regulatory information, guidance, standards and resources, supporting clients wherever they are in the world.

Through our knowledge of complex legislation and flexible resources, we empower organisations to simplify and manage their Environmental, Health & Safety (EHS) compliance.

It's about more than just legislation. Working with Barbour means having a partner to help put strong compliance foundations in place, provide tools to influence company culture and access specialist consultancy. We help our clients stay on top of ever-changing regulatory and industry developments, keeping people safe, protecting the environment and reducing organisational risk.

About the role

We are looking for an experienced B2B Account Executive to join our New Business team.

This is a full-cycle consultative sales role, responsible for identifying, developing and closing new business opportunities across the UK and Ireland.

You'll receive support and opportunities from our dedicated Telesales and Marketing teams, while also taking ownership of building your own pipeline through proactive prospecting and account development.
This isn't simply a product demonstration role.

Our Account Executives work consultatively with prospective customers to understand their organisation, existing processes, challenges, risks and commercial priorities before recommending the most appropriate Barbour solution.

You'll engage with organisations ranging from growing businesses to large, complex and multi-site enterprises, often working across multiple stakeholders including Health & Safety, Environment, Compliance, Operations, Facilities, Procurement and senior leadership.

Using our SPICED sales methodology, you'll develop opportunities by understanding the customer's Situation, Pain, Impact, Critical Event and Decision process.

You'll own the opportunity from initial discovery through solution demonstration, business-case development, commercial proposal, stakeholder engagement, negotiation and ultimately Closed Won.

Success in this role means consistently building quality pipeline, controlling the sales process and delivering against a £22,000 monthly New Business revenue target.

Key respsonsibilities

• Own and consistently deliver against a £22,000 monthly New Business revenue target.
• Build, manage and convert a healthy New Business pipeline capable of supporting consistent target achievement.
• Generate new opportunities through a combination of proactive self-prospecting, Marketing-generated leads and appointments generated by our dedicated Telesales team.
• Conduct high-quality discovery conversations to understand each prospective customer's organisation, current processes, priorities and challenges.
• Identify the underlying Pain behind a customer's requirements and establish the wider business Impact, including areas such as time, cost, risk, operational efficiency, compliance, reputation and customer requirements.
• Where appropriate, quantify the commercial impact of the problems uncovered during discovery and the potential value of solving them.
• Deliver tailored and engaging product demonstrations based specifically on the customer's requirements rather than generic feature-led presentations.
• Translate Barbour's capabilities into clear customer outcomes and commercial value.
• Develop compelling business cases that help customer champions secure internal support and investment.
• Identify, map and engage the wider buying committee, including users, influencers, senior decision-makers, budget holders, Procurement, Legal and other relevant stakeholders.
• Multi-thread opportunities to ensure we build relationships across the customer organisation rather than relying on a single point of contact.
• Understand the customer's Critical Event – why they are considering change, why it matters now and when a solution needs to be implemented.
• Understand and navigate the complete Decision process, including budget approval, procurement, vendor onboarding, Legal, IT/security requirements and final sign-off.
• Establish clear, mutually agreed next steps throughout the sales process to maintain momentum and control.
• Manage commercial proposals, negotiations and contracting through to successful close.
• Maintain accurate and timely opportunity information within Salesforce, including stages, stakeholder information, next actions, values, close dates and forecasts.
• Maintain strong pipeline hygiene and provide accurate and realistic weekly and monthly forecasting.
• Proactively develop opportunities for future months while converting current-month pipeline.
• Work collaboratively with Telesales, Marketing and wider teams to maximise New Business opportunities.
• Develop a strong understanding of Barbour's products, customers, industries, competitors and wider EHS marketplace.
• Participate actively in call coaching, peer learning, sales training and continuous professional development.

What we're looking for

The ideal candidate will be an experienced and commercially minded B2B new business salesperson with a demonstrable track record of delivering against revenue targets.

You'll be comfortable owning the complete sales cycle and operating independently while working collaboratively as part of a wider New Business team.

To excel in this role, you'll ideally have:

• A proven and demonstrable track record of achieving or exceeding B2B New Business sales targets.
• Experience owning a full sales cycle, from prospecting and discovery through to proposal, negotiation and close.
• Strong consultative and solution-selling skills.
• Experience selling SaaS, subscription services, information services, compliance solutions, professional services or another complex B2B proposition would be advantageous.
• Strong discovery skills and the curiosity to understand how a customer's organisation actually operates.
• The ability to move beyond surface-level problems and uncover the wider commercial impact behind a customer's requirements.
• Experience developing and presenting compelling business cases.
• Experience navigating multi-stakeholder B2B buying processes.
• Confidence engaging with senior decision-makers, Directors and C-suite stakeholders.
• The ability to identify and develop internal customer champions while gaining access to wider decision-makers.
• Strong commercial judgement and negotiation skills.
• Confidence generating your own pipeline rather than relying solely on inbound or pre-booked opportunities.
• Strong pipeline management, organisation and forecasting discipline.
• Experience using CRM platforms, ideally Salesforce.
• Excellent written and verbal communication skills.
• Strong presentation and virtual meeting skills.
• The ability to learn complex products and propositions and translate them into simple customer outcomes.
• Curiosity and a willingness to continuously develop your commercial and industry knowledge.
• Resilience, accountability and a strong drive to win.
• A collaborative mindset and willingness to share knowledge and learn from others.

Sector based Environmental, Health & Safety experience is essential. We will provide comprehensive product and industry training. What's more important is your ability to ask intelligent questions, understand customer problems and translate solutions into business value.

Our Values
The successful candidate will demonstrate behaviours that reflect our core values.

Our colleagues are approachable and optimistic, focusing on solutions. We listen to understand client needs, delivering expert guidance and high-quality service. We foster collaboration by sharing knowledge openly and supporting others to thrive through well-considered feedback. We continuously strive for improvement by being open to challenge, remaining curious and focusing on innovation. 

Our benefits

We aim to support our colleagues both professionally and personally. Here's a snapshot of what we offer:

• Salary: £40,000 per annum plus uncapped commission package with an achievable OTE of £60,000 per annum. TOP performers earn £100k+ 
• Location: Remote based.
• Working Pattern: Monday to Friday, 9:00am–5:30pm, with a one-hour unpaid lunch break.
• Annual Leave: 25 days' holiday in addition to usual bank holidays.
• Wellbeing: Health cash plan, company sick pay scheme, gym discounts, cycle-to-work scheme, Mental Health First Aiders and an enhanced Employee Assistance Programme.
• Financial: Salary sacrifice pension scheme and exclusive shopping discounts through MyVantify, our benefits platform.
• Family: Enhanced statutory entitlements for family leave policies, group life insurance covering 3x annual salary and a one-off two-week period of paid leave for a life event after completing five years' service.
• Community: Volunteer days, regular opportunities to support our charity partner Mind and religious holiday swaps.
• Social: Annual company conference bringing the wider business together, alongside regular events organised by our Social Champions.
• Development: We'll cover the cost of a professional membership fee, support your personal and professional development and provide access to our online learning library.

Salary

Minimum: 40000
Maximum: 40000
Currency: GBP
Pay period: Annual
Additional info: <strong>How We Sell</strong><br>Our New Business team operates around a simple principle:<br>Understand before you demonstrate.<br>We use the SPICED sales methodology to understand the customer's:<br>Situation → Pain → Impact → Critical Event → Decision<br>Our Account Executives are expected to understand not simply what problem a customer has, but:<br><ul><li>Why does it matter?</li><li>What impact is it having on the individual and organisation?</li><li>What happens if nothing changes?</li><li>Why is solving it important now?</li><li>Who else within the organisation cares about the problem?</li><li>Who controls the budget?</li><li>Who ultimately makes the decision?</li><li>What needs to happen internally before the customer can buy?</li></ul>We actively multi-thread opportunities, engaging the wider buying committee and helping our customer champions build the internal case for change.<br>We also believe every genuine opportunity should have a clear:<br>WHO → WHAT → WHEN → WHY<br>Our Account Executives therefore aren't simply expected to present Barbour effectively – they're expected to create, qualify, progress, control and close B2B opportunities.<br><br><strong>What Success Looks Like</strong><br>Success in this role isn't measured simply by the number of demonstrations delivered.<br>We expect our Account Executives to take ownership of the commercial outcome.<br>That means:<br>BUILD → DISCOVER → QUALIFY → MULTI-THREAD → CONTROL → CONVERT → CLOSE<br>You'll be expected to maintain sufficient activity and pipeline coverage to consistently support target achievement while ensuring opportunities are genuinely qualified and progressed.<br>You'll take responsibility for your own diary and pipeline while benefiting from the additional support of our dedicated Telesales and Marketing teams.<br>Ultimately, success means consistently creating and converting quality opportunities and delivering against your £22,000 monthly New Business revenue target.<br>&nbsp;<br><strong>Why Join Us?</strong><br>We put people first – whether that's our customers or our colleagues. When you join us, you'll be part of a supportive team that values collaboration, innovation and professional growth. You'll receive structured onboarding, product and industry training, ongoing sales coaching and peer support to help you develop and succeed. You'll also have access to modern sales methodologies, call coaching and ongoing development designed to help you become a stronger B2B sales professional. We'll give you the tools and opportunities to succeed while ensuring you feel valued every step of the way.